Marketing Nous

B2B Sales Training & Performance Improvement

Sales Training Brisbane Sydney Melbourne
  • Home
  • About
    • Testimonials
    • Clients
    • Outsourced Sales Management
  • Training
    • Sales Training
      • Sales Coaching
    • Presentation Skills Training
      • Presentation Skills Coaching
    • Management Training
    • Time Management Training
  • Speaker
  • Sales Resources
    • Guides and ebooks
      • The Assassin Analogy
        • The Assassin Analogy for Technical Staff
        • The Assassin Analogy for Professionals
      • The Sales Training Illusion
      • Sales Performance Improvement Framework
      • Being a Great Sales Coach
      • The Persuasion Principle
      • The Triple C Strategy
    • Sales Articles
  • Sales Blog
  • Contact

Understanding the emotional experience of clients

Aug 1, 2019 By Stuart Ayling

B2B sales understanding client emotions

It’s often the case that customer satisfaction is measured by a survey that gives the level of satisfaction a numerical rating, like between 1 and 10. But emotions are not linear, so this form of measurement may be entirely misleading. Do you really know how to understand what your client is feeling? In a thought-provoking […]

Filed Under: Communication, Learning & development, Sales conversations, Sales training

Danger signs for likeability every Sales Manager should know about

Jul 10, 2017 By Stuart Ayling 4 Comments

danger signs for sales managers

Selling is an individual activity. Sure, sometimes a ‘team selling’ approach is appropriate, but even then it relies on each individual seller doing their part well. Because of this focus on individual performance it’s extremely important for a Sales Manager to keep an eye on the personal communication behaviours of their team. Most people in […]

Filed Under: Behaviour, Communication, Relationships, Sales coaching

How to ask clients the personal, direct questions you really need to ask

Apr 14, 2017 By Stuart Ayling

asking-sales-questions

In a sales conversation sometimes it can be really difficult to ask the exact questions you need to. That was the situation facing a team of financial planners I recently spoke with. They were facing a particular segment of unengaged clients and they wanted to know how they could create more engagement and generate interest […]

Filed Under: Building trust, Communication, Sales conversations

How to structure a sales conversation for success

Mar 31, 2017 By Stuart Ayling 2 Comments

sales tips structure conversations for success

In my work with technical specialists and professionals across many industry sectors there is one thing I have seen time after time that undermines their ability to successfully ‘close the sale’. That is, not following a plan. Having a structured sales conversation is critical to win more clients The structure of the conversation enables you, […]

Filed Under: Communication, Prospecting, Sales conversations, The Assassin Analogy

Why your sales team should be overconfident

Aug 11, 2016 By Stuart Ayling Leave a Comment

confident-sales-team

Most people will tell you that being overconfident is a bad thing. In fact the definition of overconfident is: “more confident than it is sensible to be, often in a way that is annoying”. But that’s not always the case. In scientific research published in 2012 it was found that being overconfident helped people to […]

Filed Under: Behaviour, Communication, Relationships

Next Page »

Subscribe to the blog for the latest resources, and get a copy of ‘7 Steps to Create a High Performance Sales Team’

Recommended for Sales Leaders

Watch the presentation full size and download the key point worksheet

Recently on the blog

  • Recruiting a sales person? Stop, until you have done these three things

    Recruiting a sales person? Stop, until you have done these three things

    Nov 28, 2019
  • Understanding the emotional experience of clients

    Understanding the emotional experience of clients

    Aug 1, 2019
  • What does your sales team really need to learn?

    What does your sales team really need to learn?

    Apr 29, 2019
  • Resilience for sales people: How to help your sales team be more resilient

    Resilience for sales people: How to help your sales team be more resilient

    Nov 21, 2018
  • How your phone could ruin your client meetings

    How your phone could ruin your client meetings

    Apr 14, 2018

As featured in Sales & Marketing Management magazine cover story

download sales training guide

Overview of client feedback

Sales figures have increased by 20% on last year to date!! The team also continue to pick up new customers.
Sharyn Moran, General Manager

Our sales results have increased since incorporating Stuart’s sessions into our sales conference and this has been during a downturn in the market.
Justin Zakaras, National Sales and Marketing Manager

The content of the sessions was customised to suit our customer interactions, with a lot of preparation on the part of Stuart.
Dr. Sunil Kadri, Head of Sales and Business Development


Read complete testimonials ...

Thank you so much for a brilliant session on Thursday. I think the format and content was ideal.
Rennie Colston, Sales Director

We had a very positive result from involving Stuart in our Managers Conference last year.
Russell Varley, Human Resources

The training got us thinking more strategically about how the business is structured. It has really built our capabilities as a management team.
Mia Graham, General Manager


Read complete testimonials ...

Stuart was patient, flexible and knowledgeable. He took the time to truly understand our business.
Helen Zwicker, Executive Officer

The best thing is that I now have a road map of specific marketing activities that can be implemented with confidence.
Donna Cazzolato, General Manager Sales and Marketing

The participants immediately felt engaged as Stuart demonstrated his understanding of our needs and challenges.
Frederic Vanhove, Principal Engineer, Pacific Delivery


Read complete testimonials ...

With only one day we had a lot of material to cover and Stuart created a positive learning environment for all involved.
Kylie Kinsella, Sales Manager Australia & NZ

Bad ideas are expensive in business however with Stuart Ayling, it was money very well spent.
John B. Lonergan, Sales Manager


Read complete testimonials ...

By the next week, sales of this product had doubled from 10% of all new sales to 20%. The extremely cost effective session with Stuart paid for itself within the first week.
Maria Triggs, General Manager

We have already seen a new client on board as a result of the two-day workshop.
Mark Mahoney, Managing Director


Read complete testimonials ...

Stuart put the sales training across in a way they could accept as a part of our service offering with out them feeling like “salesmen”.
Gary McDonald, Managing Director

We were impressed by the approach of Stuart and the simplicity of the program without the hype generally associated with these courses.
Dirk Kuiper, General Manager


Read complete testimonials ...

Verified by Sucuri as a safe site

Read the latest on the blog

  • Recruiting a sales person? Stop, until you have done these three things Nov 28, 2019
  • Understanding the emotional experience of clients Aug 1, 2019
  • What does your sales team really need to learn? Apr 29, 2019
  • Resilience for sales people: How to help your sales team be more resilient Nov 21, 2018
  • How your phone could ruin your client meetings Apr 14, 2018

About Marketing Nous

Marketing Nous was established in 2000 by Stuart Ayling, Director and Chief Sales Strategist. Stuart works  with expertise-based businesses to develop customised sales training and … Read More >>

Looking for something else?

Stay in touch!

Marketing Nous Pty Ltd
PO Box 5320
Daisy Hill QLD 4127 Australia

Tel: 0407 588 468

Email: info [at] marketingnous.com.au
or request further information

Connect with Stuart Ayling on these social media channels …

Copyright © 2019 · Marketing Nous Pty Ltd · All rights reserved · Tel: +61 407 588 468